Bernadette McClelland

JANUARY 20, 2018

And the basics of selling are….? It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. 2. Ask intelligent and strategic questions. Find the problem, discover solution, present why solution is best for prospect. There is a gap.

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

The Pipeline

APRIL 27, 2017

Monday, we looked and the need to establish a “Gap” , and gave an example that you can use to start the process with in your sales. Clearly you will need to build on that, and in today’s post we will offer specific steps you can take to surface and leverage Gaps in the process of helping buyers and winning deals. Corpus of Knowledge.

Margin 230

Margin Objections Face-to-face Influencer 230

MTD Sales Training

NOVEMBER 26, 2019

This rule is good to know when you are trying to cross-sell or up-sell your client. Now, if you have been taught to up-sell or add another product onto that sale, it is unusual for people to spend more than 25% more than what they have just invested. What could be considered ‘cross-selling’? How about upselling?

Up-Sell 173

Up-Sell Insurance Insurance Comparison 173

Shari Levitin

AUGUST 3, 2023

Learn more about the 3 common learning myths and what you can do to overcome the misconceptions. Learning Myths Can Wreak Havok on Your Team’s Success Last week, during my morning run, I saw three horses lying in the grass. Neuromyths are misconceptions about brain research and its application to learning and retention.

Hiring 62

Hiring Face-to-face Training Segment 62

MTD Sales Training

FEBRUARY 3, 2020

A salesperson you’ve never seen trying to sell you something you’ve never bought, or someone you’ve known for some time and with whom you have great rapport. Who would you rather sell to? So, how should you go about selling more products to existing customers? Who would you rather talk to? Who do you trust more? Think about it….who

Customer 246

Customer How To Call-back Cold Calling 246

The Pipeline

SEPTEMBER 2, 2020

In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. The challenge is many want to deal with prospecting the same way they deal with sales or selling. it is different from selling in many and counterintuitive ways. The alternative is a complete prospecting system.

System 316

System Prospecting Quota Decision Maker 316

No More Cold Calling

SEPTEMBER 15, 2016

Mind the gap ” is a famous phrase in London. This gap occurs on curved platforms. There’s a gap at the end car on inside curves, and a gap in the middle car on outside curves. Unless you sell a commodity, no sale is a predictable straight line. The Referral Gap in B2B Sales Strategies.

Webinar Metrics 120

Webinar Metrics B2B Strategy Referrals 120

The Pipeline

JUNE 24, 2017

Why should the kids be the only ones who benefit from camp? Here is your invitation to attend a camp you can enjoy that also leads to better sales and selling. Register to learn: How to ask questions to understand (not collect data). Why shoehorning a customer into the solution does not work.

Proposal 211

Proposal Webinar Metrics Coaching Benefit 211

Sales Hacker

APRIL 25, 2023

If you’re a salesperson, you have to learn about your buyer. Related: 12 Discovery Questions to Ask Your Prospects In Sales Calls Doing discovery this way gives discovery a bad name — when in fact this stage can be an absolute game changer for you and your buyers. And once you learn how to use them, you’ll never go back.

Buyer 77

Buyer Face-to-face Call-back Guidelines 77

Pointclear

MARCH 22, 2018

Unless you are the low-price leader, value selling is essential to the success of your business. It's a rather straightforward proposition to sell on price only. The real challenge is to learn how to demonstrate that the extra cost of your product or service is worth it. Value selling is PointClear's bread and butter.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Sales and Marketing Management

AUGUST 31, 2017

Author: Hazel Butters Why does your business exist? Your vision is your ‘why’, the reason your business exists; its purpose. Your vision is a declaration of why the business exists in the first place. It’s why you, as a founder, get out of bed in the morning, and why anyone should want to work with your organization.

Top of Funnel 246

Top of Funnel Oracle Scale Small Business 246

Understanding the Sales Force

APRIL 17, 2013

Magazine article that was way off base about Consultative Selling. Just basic fundamentals like asking questions. This is known throughout the selling universe but sales people still suck at this. Here are my top 6 reasons why. If they attempt to qualify, they might learn that the opportunity is not qualified.

Decision Maker 268

Decision Maker Consultative Selling Buying Cycle Proposal 268

Partners in Excellence

JUNE 20, 2023

We understand the questions that needs to be asked, the data that needs to be collected, who it impacts, who needs to be involved in the process. We help them learn, understand, gain confidence–not just it the solution they choose, but in the way they are characterizing and addressing the issues being addressed.

Face-to-face 78

Face-to-face Buying Cycle Enterprise Enterprise 78

No More Cold Calling

OCTOBER 28, 2014

If we’re not learning, we’re dead. Learning is exciting and transforming. Here are a few of my favorite highlights: Hillary Clinton discussed brain science and why parents need to talk, read, and sing to their children. This word gap often turns into an achievement gap, which has lifelong consequences.

Nonprofit 289

Nonprofit Hiring Conference Small Business 289

The Pipeline

JANUARY 7, 2020

At first glance, good times are continuing for selling organizations; revenues are up and it looks like everybody is hiring. To willing and enterprising sales professionals, there is no shortage of tools to help sell. You’re A Prospect – I’ll Sell You. To which the VP responds, “Great, I’ll take two.” Data Is Blind.

Face-to-face 257

Face-to-face Lead Gen Hiring Google 257

No More Cold Calling

JANUARY 24, 2019

So why is everyone offering cold calling tips when cold calling doesn’t even work? In fact, that’s why many buyers shy away from gated marketing content.). Why do salespeople hate cold calling? Cold calling doesn’t address the top two challenges that sales teams face. It’s a numbers game, and a mostly losing one.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Hubspot Sales

OCTOBER 11, 2019

That's why the goal shouldn't be to grow fast but to grow better. Below, you'll learn why slow business can be a good thing and what to do when business is slow to grow better. Below, you'll learn why slow business can be a good thing and what to do when business is slow to grow better. Slow Business.

Scale 129

Scale Hubspot Buyer Persona Social Media 129

A Sales Guy

FEBRUARY 10, 2021

Excited, we met with their creative team walked them through the Gap Selling methodology, gave them access to the online training, and answered all their questions. Excited, we met with their creative team walked them through the Gap Selling methodology, gave them access to the online training, and answered all their questions.

Media 107

Media Video Up-Sell Promotion 107

Partners in Excellence

AUGUST 15, 2022

A reader wrote me, “Dave do you think sales enablement professionals need selling experience?” Why would sellers pay attention if they didn’t recognize that sales enablement professionals and manager had credibility, based on their personal experience? How would customers respond to the same question?

Sales Enablement 92

Sales Enablement Hiring Engineering Scale 92

Zoominfo

JULY 13, 2023

That work starts with determining where a customer is today, understanding where they’re going in the future, and seeing how you can help them bridge the gap. Here are some specific plays to try out: Cross-sell targeting , web visit upsell , and product feature announcement. Here’s how we put it all together. Setting SMART goals.

Strategy 130

Strategy Customer Hiring How To 130

Sales Hacker

APRIL 8, 2020

Selling often means speaking to people who’ve never heard of you. But as you’ve probably experienced, there’s usually a credibility gap — and until it’s filled, they’re not likely to move forward with you. Why the Credibility Gap Is Such a Problem. That’s why it’s so important to be visible.

Closing 115

Closing Top of Funnel Social Media Prospecting 115

Gong.io

OCTOBER 19, 2021

And some are intangible, like a learning culture; the knowledge provided in onboarding, training, and coaching; and insights into how your strategic initiatives do IRL. For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. And yes, it’s been helpful.

Sales Enablement 164

Sales Enablement Tools Top of Funnel Hiring 164

Allego

NOVEMBER 10, 2022

And with budgets expanding very little—if at all—everyone is being asked to do more with what they have. Sales organizations have to invest in tech, he said, because virtual selling is on the rise. Companies that think virtual selling is going away as the pandemic lessens are mistaken, added Wayne St. Selling today is hybrid.

Sales Enablement 118

Sales Enablement Microsoft Coaching Webinar Metrics 118

Vendor Neutral

JUNE 2, 2021

Through unprecedented times, people invariably find new ways to learn and to develop themselves both personally and professionally. We recently reached out via LinkedIn to ask what sales podcasts helped people do just that throughout 2020 and into 2021. Why we love it: This isn’t your average approach to sales. Simplified.

B2B 130

B2B Sales Enablement Sales Webinar Metrics 130

SBI

JANUARY 28, 2020

Their bosses are raising their team quotas all the time, and they cannot understand how anyone could struggle to sell your product or solution. Not enough leads from marketing — no support from engineering – finance is pushing back on the discounts needed to sell the product. Understand their pain points. That’s right.

Sales Enablement 131

Sales Enablement Sales Management Coaching Engineering 131

Smooth Sale

DECEMBER 23, 2021

Never before have we learned so much about consumers – their pain points, purchasing behaviors, values, and more. Gap Selling (B y Keenan) . She adds, “if I ever write a book on effective sales training, I will title it “Relationships and Technology – The 21st Century Approach to Sales.” data science).

Hiring 78

Hiring Social Media Follow-up Research 78

Mindtickle

AUGUST 31, 2021

Why is this important? Gathering field data from conversation intelligence is a key aspect of Mindtickle’s readiness approach – where real-world selling meets the world of enablement and training for effective readiness. We’re excited for this research into how and why our Call AI offering is so helpful in making sales teams better.

Conversion 96

Conversion Closing Hiring Coaching 96

Vengreso

JULY 19, 2022

Subscribe to Modern Selling on the app of your choice! This is why, now more than ever, the role of the sales leader cannot be ignored. That is the topic of this episode of the Modern Selling Podcast – which is a must-listen for any sales leader currently struggling to hit quota or keep their sales teams focused on results.

Buyer Persona 116

Buyer Persona Quota Buyer Churn 116

Women Sales Pros

JUNE 4, 2019

Lauren Bailey, President of Girls Club , asked me to deliver the closing keynote at their first annual conference. I teach sellers how to sell stuff…Now, I’m being asked to “tell my story” and share the failures and successes that got me where I am today. This presented a challenge for me. But information alone is never enough.

Film 112

Film Sales Qualified Lead Conference ACT 112

Hubspot Sales

DECEMBER 14, 2020

Given that sales managers lead sales transformations, we’ve asked HubSpot sales leaders to give their best practices for executing a successful sales transformation strategy that you can use to guide your team through periods of change. Sell The Need For Change. How To Transform Your Sales Process, According to HubSpotters.

Hubspot 144

Hubspot Software Software Objections 144

Vengreso

MAY 23, 2019

Subscribe to Selling With Social. Are you still trying to “sell to the pain” of your buyers or have you realized that what makes you truly successful is selling value? Learn how to become a #sales influencer by #selling to the gap, with @Keenan of @ASalesGuy. of #SellingWithSocial. Listen now!

Closing 101

Closing Face-to-face Google Influencer 101

Miller Heiman Group

SEPTEMBER 3, 2020

As a result, the gap between buyers and sellers is widening, launching a cycle we call the buyer apathy loop. One way to break the cycle is to create a better buying experience using the questioning techniques taught in SPIN Selling Conversations. And good dialogue begins with good questions asked in a strategic way.

Customer 154

Customer Lead Rank Lead Scoring Buyer 154

Allego

JULY 20, 2022

Reps must understand buyers’ needs and challenges and how to convey the value of what they’re selling. It’s so difficult for sales reps to get in front of decision makers, so to ask a rep to change the meeting and attend training instead is asking a lot of them,” Olcay said. What should they do? Sales training is critical.

Training 118

Training Hiring Webinar Metrics How To 118

Anthony Iannarino

JUNE 29, 2019

You need to be disciplined, optimistic, other-oriented, competitive, resourceful, proactive, persistent, an excellent communicator, and accountable for what you sell. Learn Anthony's core strategies & tactics for sales success at any level with The Only Sales Guide You'll Ever Need. More time with prospects means more time selling.

Education 108

Education Lead Rank Coaching Competition 108

Crunchbase

SEPTEMBER 8, 2022

Consultative selling brings us back to a core principle of sales: You’re a human speaking to another human. What is consultative selling, and how does it work? What is consultative selling, and how does it work? Consultative selling doesn’t mean you can’t also offer structured information throughout the sales process.

Consultative Selling 98

Consultative Selling Decision Maker Sales Enablement Education 98

Nutshell

MARCH 19, 2024

This article puts the spotlight on what sales productivity means, why it’s crucial, and strategies you can employ to take your team’s productivity from 0 to 100 fast. Why is sales productivity important? FREE DOWNLOAD Why is sales productivity important? Table of Contents What is sales productivity? What is sales productivity?

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

Showpad

MARCH 18, 2021

On Wednesday February 25th, Showpad’s own Russell Wurth was joined by Forrester Principal Analyst, Jennifer Bullock in Delivering Sales Learning That Sticks, a webinar that discussed how to build a continuous learning program that keeps reps sharp. Why prioritize a continuous sales learning program? So where do you start?

How To 52

How To Face-to-face Webinar Metrics Retention 52